The Quick Fix Fallacy – Why sustained change is the way forward for sales teams
When a business is not maximising its sales and the “numbers” are simply not coming in, the best Sales Leaders face up to the brutal facts…change is required in the commercial approach. Change in the sales team!
Clearly, replacing the current sales team is an option but, in our experience, this is always time consuming, often expensive, potentially disruptive and does not necessarily result in improvements in results. Adding some “new blood” to the team through recruitment does add value but investing in the current team is more effective and efficient in delivering sustainable results.
It is widely agreed that for most sales professionals sales capability improvement does not come from one classroom intervention. Often, as soon as the classroom work is over, the lessons are forgotten. In general, current thinking is that the quick fix will not deliver sustainable change.
As such, sales leaders know that they need to create an environment of long-term sales capability development. It requires the adoption of a mindset that seeks to embed capability improvement.
Agreed? Of course!
But it is the embedding element that is easy to implement poorly. Sales Leaders need to ensure that the sales team are really learning the lessons, that the new skills are being applied with customers and that the capability improvements are having a positive impact on performance.
A comprehensive capability development programme should identify the requisite sales competencies, should provide training solutions to attaining the required levels and should have a framework for measuring progress. In addition, it requires a commitment for on-going embedding support and evaluating the impact of the investment with customers. This “long-term” development mindset will lead to continuous capability improvement and definitive improvements in performance. We would love to talk to you about how we can help you achieve this.
01223 919640Share on LinkedIn